Enterprise Account Executive

About the Role At Atlassian, we are a distributed-first company that empowers teams to work from anywhere. The Enterprise Account Executive will own a portfolio of strategic accounts, guiding engagements to maximize expansion, ensure customer success, and drive long-term value across Atlassian products. You will build trusted relationships with key decision-makers, collaborate with Channel Partners, Product Specialists, Account Managers, and Solution Engineers, and coordinate cross-functional efforts to deliver outcomes that align with customers' objectives. What You'll Do

• Develop and implement named Account or Territory plans to maximize expansion and ensure customer success across a wide portfolio of products.
• Serve as the main Atlassian point of contact or escalation for designated strategic accounts.
• Develop and execute strategic sales plans to acquire and retain high-value accounts.
• Identify key decision-makers within target accounts and build strong executive relationships (C-level and others).
• Understand customers' business objectives and challenges, and position Atlassian solutions to meet their needs.
• Collaborate with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and deliver integrated solutions.
• Lead complex negotiations and contract discussions.
• Conduct market research and stay informed about industry trends to identify opportunities and maintain competitive edge.
• Provide regular updates and forecasts to senior management.
• Develop deep understanding of Atlassian products/services and articulate value propositions.
• Travel as needed to meet clients, attend events, and conferences.
• Mentor and guide junior sales team members when applicable. What We're Looking For
• 10+ years of quota-carrying Enterprise Software Sales experience.
• Experience driving transformation deals in large global accounts with multi-million-dollar spend thresholds.
• Experience engaging and building relationships with C-level and other executives.
• Experience navigating complex procurement processes with multiple stakeholders.
• Proficiency in leading and guiding a highly matrixed cross-geography team; cross-functional alignment.
• Experience managing key customer relationships and closing strategic opportunities.
• Extensive experience using a CRM to track KPIs and performance metrics.
• Building and leading territory and strategic account plans.
• Proactive, consultative, solution-oriented approach to discovering opportunities.
• Proven track record of meeting or exceeding targets.
• Able to engage and inspire teams, bringing energy and collaboration.
• Willingness to thrive in Atlassian's compensation structure and global payroll zones (if relevant). Compensation & Benefits
• In The Americas, base pay ranges for new hires in three geographic pay zones: Zone A: $228,600 - $255,000; Zone B: $205,740 - $229,500; Zone C: $189,738 - $211,650.
• This role may be eligible for benefits, bonuses, commissions, and equity.
• Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Health and wellbeing resources, paid volunteer days, and more.